In commercial property sales and leasing, it is essential to understand the motivation of the client. The more that you know the client, the more business you will create.
In many circumstances, and particularly at the beginning of the client contact, it is likely that they will not tell you the complete property picture and be completely open and frank. A process of direct question and answer is the only way to get to the critical underlying motivations. If the truth is hidden from you by the client and it is apparently so, then walk away from the listing. Let some other agent make poor choices and suffer the consequences of a low grade or manipulative client. The market is challenging enough without worrying about what the client does not want to tell you.
In this market, the owners of commercial investment property are under significant pressure and both in cash flow and occupancy. Stability is the main focus, and a timely response to their pressures needs to be offered. These two elements should be clearly targeted in any strategies you provide as a property agent and specialist in your area.
The property market is now strengthening and changing in most locations. The change will be gradual although a new property cycle is arriving. In dealing with property owners, it is wise to have a checklist or a set of guidelines to direct your questioning. Your findings can then be displayed and outlined in a great proposal document.
